NATIONAL DIRECTOR OF SALES
RESIDENTIAL ELEVATORS, LLC
v3.0

COVID19 Workplace Conditions Statement
The position description was updated to accommodate the new realities of business operations in the environment of Covid19 pandemic. Importantly, the National Sales Director must achieve the same material objectives of managing the sales team and driving national sales accounts production.  However the method of 'how', 'when', and 'where' the work gets done by the National Sales Director will be left open for the creativity, adaptability, and agility of the executive.  Importantly, travel will still be required though at a reduced level until conditions return to normal. While we are still dealing with Covid19, the National Sales Director must exercise good judgment, and may choose to work virtually, bundle or batch travel to use ground travel more frequently, and be flexible on timing and flights when only air travel is available. More about this expectation will be discussed and explored with candidates that progress to on-site interview stage. Regardless, at all times the executive will use their best judgment on being safe and practicing good corporate behavior while moving forward to serve the needs of the sales team and the company and manage the national accounts in the age of Covid19. 

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Ready for your next adventure? Seeking a highly capable, organized, and 'difference-making' National Sales Director in the residential construction, residential design center, and home remodeling industry, to capture market share and grow our manufacturing business to the next level.  “Residential Elevators LLC” is a privately held, entrepreneurial, family-owned business, and we are looking for National Sales Director candidates who thrive in such environments. Residential Elevators is a leading elevator manufacturer with owned distribution via direct installer and dealer networks. We desire to bring an outstanding National Sales Director aboard to support and grow our sales teams, strengthen our dealer network, build out our channel partner program, and increase our market share and sales revenues by 2x and beyond in the next 5-10 years. 

Executive Search for National Director of Sales

Residential Elevators services the growing need for aging resident mobility, providing homeowners with affordable new construction and after-market elevator access within homes, increasing “length of stay” potential for homeowners living in multi-level housing. Our highest customer concentration is builders targeting homeowners ages 55-64 who desire to enable "aging in place" and increase the residential use-value of their homes; homeowners 65+ represent our second highest client type. By 2030, one-third of the US population will be age 65+; and by 2050, this population will exceed 90 million. Residential Elevator is capitalizing on the unique demographic trends of an aging population who desire to retire in place, rather than transitioning to a single-story home or moving to an assisted living community.

Presently, Residential Elevators has current business operations selling, manufacturing, installing, and servicing domestically in 18 states and the District of Columbia. We also have a dealer network for sales outside our primary markets.  The National Sales Director will manage two regional sales managers and one dealer network manager.  Additionally, the National Sales Director will indirectly manage through others a 30-member sales team. The Sales Director will also manage the Marketing function.  In 2020, our near-term sales expansion plans include bringing on additional direct sales representatives and building out our dealer network in other areas of the country.  In the near term, we anticipate the National Sales Director will also envision, plan, and begin to implement a National Channel Sales program to increase our sales reach. Further, in time we anticipate international expansion. 

Our National Sales Director may choose to relocate to our Tallahassee headquarters, or they may alternately choose to remain in or relocate to any of our major customer markets so long as they live within one-hour drive time of a major metropolitan airport (e.g., Atlanta, Houston, Dallas, DC Metropolitan Area, NY/NJ, or other FL major metropolitan area). 
At the outset, there is an internal expectation that the National Sales Director position is a ‘road warrior’ position and will be performed largely virtual, mobile, and involve frequent travel to visit with management, sales team, dealers, large clients, and other key stakeholders.  Individual travel plans will be left up to the National Sales Director to be most effective in their role, and we anticipate that frequent travel, as much as three business weeks per month may be required during peak seasons.  The candidate must have previously led similar sales teams and initiatives, and have the demonstrated energy to do the work required and perform at a high level.

The National Sales Director is an executive position, and reports to and works collaboratively with the President. The National Sales Director is a key member of the Executive Leadership team and is responsible for driving sales of home elevators business through the work of others in our direct sales force, and dealer network.  

Candidates are strongly encouraged to apply that have an abundance of demonstrated qualities and key operating strengths that we have defined below:

• Sales Experience, Expertise, Excellence, and Demonstrated Craft
• Personable, Pleasant, Non-Toxic, and a Team Builder
• Acumen, Ability, Agility, and Intellect
• Lifetime Learning, Curiosity, and Creativity
• Tempo, Speed, Pace, and Cadence of operating at a high level
• Time and Detail Management
• Energy, Work Ethic, Grit, and Resilience.
• An achiever who likes to win repeatedly.

If this position sounds like a good fit for you, please read on as we define more specifics of the role and requirements of the job.

Our ‘ideal’ candidate will have demonstrated sales acumen, management skills, and experience in the following areas:

• Developed sales acumen, management, and leadership skills; the ability to assess, recruit, retain, mentor, motivate and hold sales team members accountable; a robust relationship builder who inspires confidence and trust
• At least ten years of sales experience, including at least five of those years as the sales manager or director. Importantly our ideal National Sales Director will have a background that includes successful sales management results; a proven track record of developing, leading and scaling a results-oriented sales team with a history of exceeding quotas; candidates who have managed remotely will be advantaged
• Experience leading a sales team with growing revenues generating between $50 million to $100 million in annual sales;
• Dashboards and tracking metrics to help the sales team, dealers, and organizations monitor performance and focus on key drivers of the business.KPIsExperience in developing
• Demonstrated capacity and desire to work effectively with the President and senior management (e.g., Manufacturing, Technical Field Operations Team) and be willing to take on additional responsibilities and opportunities over time;
• We are seeking an entrepreneurial mindset for this position, and the right candidate will have a comfort level in a high growth environment; 
• Familiarity selling complex products to high-end national, regional or local homebuilders and multifamily developers; develop and nurture relationships with national home builders, residential design centers, or building products distributors is also a plus; 
• Ability to plan and execute effective trade show participation increasing mindshare and lead flow (currently International Builders Show (IBS) and a dozen smaller regional shows);
• Become our sales product expert and evangelist by developing an in-depth knowledge of the Residential Elevator products, and how they best solve the needs of the various customers.
• Ability and willingness to learn the Elevator Code Requirements for federal, state, and local implementation.
• Demonstrated ability to conduct a 'deep dive' on our industry, as evidenced by performing a deep dive on any industry in the past, discovering the actors, clients, competitors, industry themes, price-points, technology, and other nuances of an industry; and willingness to do this again at Residential Elevator
• Demonstrated evidence on how your prior industry knowledge has led to sales strategy, planning, and execution success.
• Identify, attract, train, develop, and maintain an engaged Residential Elevator Dealer network. Support the system with analysis, research, marketing, and sales support, and on a regular basis, visit key dealers and dealer events. Work with clients and dealers on regional product pricing, quoting, negotiating, training, and developing an efficient uniform pricing/billing system.
• Technical knowledge base; someone who understands selling products that require tight specs, complex installations and/or ongoing service;
• Ability and interest in reviewing, updating, and creating sales curriculum that is current and appropriate for our sales goals and needs; 
• Past experience in designing and developing "customer sales experience' roadmaps to guide the customers and team in the sales process and milestones to be reached along the way.
• Demonstrated strategic orientation and visioning with the ability to make meaningful contributions to corporate strategy as an advisor – particularly as it relates to new markets and product expansion; we are seeking someone who can “read a compass” and chart a course, not just “follow a map" drawn up by others;
• Significant analytical skills; comfort level enhancing metrics and data analysis to the level that plans, projections, and performance measures are data-driven; 
• Crisp, clear communicator with the presence to effectively interact with C-suite customers and partners;
• Possess a sense of calm-urgency and deliverable tempo or cadence in your work routines;
• Ability to access and train sales team members and provide meaningful corrective action support in the form of a Performance Improvement Plan (PIP) when sales members are not performing.
• A healthy appreciation of and exposure to marketing and messaging; and desire to win and hold the online Residential Elevator market attention, metrics, and messaging.
• Experience with Salesforce or Oracle CRM a plus; Residential Elevators is transitioning to RootStock Cloud ERP
• Detail orientation
• Time management
• Ability to Get Things Done (GTD
• MS Office literacy a must. 
• MBA preferred, though not required
• BA/BS required though this requirement may be off-set through ten years of progressively upward sales management experience
• Willingness to perform other duties as assigned
• Develop and implement a “hands-on” training program
• Host and run national and regional sales training meetings
• Desire to have fun, build a great company, and be a joy to work with, while you invest your next best 10+ years with us and reap many rewards.

Compensation
Competitive is competitive with a base salary and incentive compensation comprised of target sales goals and milestone-based triggers.

Availability
The position is open now, and we are targeting a start-time for the National Sales Director in June 2020, if not earlier.